Callbox Captured Panoramic Success, Setting 400+ Appointments for Geospatial Expert

The Client

The Client is a US-based privately held company that was incorporated in 1991 from its parent company in the Netherlands, providing large-scale and systematic visualization of physical environments using specialized technology to collect 360* spherical imagery.

The Challenge

The Client’s camera technology developments and 3D image capture innovation keep them at the leading edge of the geospatial field, and in the best position to address customers’ anticipated and immediate GIS-related challenges.

Their 30-year experience in capturing street-level imagery served different environments like inner-urban communities with complicated street patterns and densely built environments, wide-open rural areas with few parcels per mile, roads and highways, and parklands.

When the time came to take things into new perspectives, the Client opened its services to other targets: utilities, real estate, telecom, city, and county government. This has also sparked the idea of employing new prospecting which they completely found in Callbox.

The Callbox Solution

Callbox designed an ABM Lead Generation and Appointment Setting campaign for the Client which consisted of:

• Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, Web and Social Media.
• Sales Enablement & Support that provided Training, Setup and Back Office Sales Support.
• Tools Subscriptions and Utilization of the Callbox Pipeline and HubSpot CRMs.
• Account Management with Strategy Building, Reporting and Product Knowledge.

The Goal

The goal was for the Callbox team to set appointments between the Client’s sales team and qualified prospects.

The campaign involved two key steps:

Account Research and Selection

1. The Client specified target industries, location and decision makers.
2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to engage. The profiles consisted of detailed demographic and firmographic segmentations.
2. 2 buyer personas were designated as the campaign’s primary targets:
   • Champion – CIOs, IT Director, IT Managers
   • Influencers – C-Suite contacts – CFO,  CEO, CIO; Purchasing Officer, and similar
3. The master contact list was segmented based on these two personas, and was further grouped according to industry type.

Results

Overall, the Appointment Setting campaign produced a total of 429 Sales Qualified Leads, 110 Marketing Qualified Leads, and 163 Requests for Information